In many ways, it’s easier to work with a larger firm that’s already established and has achieved a level of success on their own. They are already doing a lot of things right, they have money to invest, an established client base and a good reputation in the marketplace to build on. And while I could (and have) consulted with larger IT firms, I have chosen to work with small IT firms and start-ups for three main reasons:

First, I find many big firms frustrating to work with. It’s next to impossible to get anything implemented because of all the politics and red tape. Everything is a committee decision that only serves to stall action and water down ideas. Plus, there is a lot of “schmoozing” that has to go on to get in the doors in the first place. I’m not a good “schmoozer” and refuse to kiss up to someone to earn their business. I stand on results and results alone. I don’t usually find any of this with small business owners.

Second, I enjoy the challenge of working with the small firm. All my life I’ve had to build something from nothing, and that’s what I’ve gotten really great at – scrappy, creative and really, really smart strategy coupled with hard work.

Third (and probably most important), I love helping the “underdog.” When a client comes to me with a story about how I’ve helped them finally get the financial success they so desperately needed, or that I’ve helped them get out of debt and save their business (and sometimes their marriage!), I’m totally fulfilled. That gives me far more personal gratification than helping a $50 million firm generate an increase in sales. I’ve built my business from nothing and know how hard it can be to start and grow a business when you’ve got no money, no help and the world on your shoulders. I’m proud to be that “rock in the storm” to help my clients enjoy the same level of success and financial freedom I’ve been able to achieve myself.